Viewing entries tagged Account Profiling Subscribe to feed
0 Comment

End User Customers Matter in B2B



I have heard it often said by manufacturers that their customers are their distribution partners.  While it is true that these partners often pay for stocking products, they must eventually sell to end user customers that consume those products.  Manufacturers that have a strong or exclusive channel(s) often do not have, or have limited line of sight to the end user customer.  They rely heavily on their partners to communicate, market and sell to the end users.
0 Comment

Product Penetration

0 Comment

Growing Your Export Business



Planning for revenue growth is about retention of existing customers, growing the customers we have, absorption of new products, and acquiring new customers - ideally new customers that look like your BEST customers.  But, what if you could double your businesses by selling your current products and services to customers that may not look at all like your current customers?  Or, maybe they look a lot like your current customers, but you have never heard of them and don’t know how to do business with them.
0 Comment

Making Net Promoter Score More Actionable

I have been impressed with how actionable NPS has actually been in the industry since its birth in the 90’s.  By “Actionable” here, I mean getting businesses into gathering Voice of Customer beyond Satisfaction Surveys of the 70’s and 80’s.  What we discovered in the 90’s (with the Service Profit Chain research at Harvard) was that Customer Satisfaction pointed us effectively to “Pain Points” and was required for growth in Loyalty, but it did not effectively score our relationship with our customers or inform us of what drove loyalty.


0 Comment

Effective Segmentation to Guide Territory Realignment